Berkonomics

JANUARY 3, 2013

Sometimes, products are designed to make all of their profit upon the recurring revenues from supplies or support. We immediately recall the razor and blade analogy to illustrate the point when planning product development and release.

Revenue 79

Revenue Software Review Vertical Valuation 79

Steve Blank

SEPTEMBER 10, 2009

In future posts I’ll describe how Eric Ries and the Lean Startup concept provided the equivalent model for product development activities inside the building and neatly integrates customer and agile development. They never understood Market Type. Why does Market Type matter?

Customer Development 217

Customer Development Developer Customer Silicon Valley 217

Steve Blank

SEPTEMBER 3, 2009

This post describes how the traditional product development model distorts startup sales, marketing and business development. In contrast, sales and marketing activities before first customer ship are adhoc, fuzzy, and don’t have measurable, concrete objectives. Freemium models have their own scorekeeping.)

Customer Development 227

Customer Development Developer Silicon Valley Customer 227

Steve Blank

JULY 30, 2009

As the (very junior) product marketing manager I got a call from our local salesman that someone at Apple wanted more technical information than just the spec sheets about our new (not yet shipping) chip. Market Type But most startups aren’t in existing markets. Your board nods sagely at your target customer list.

Silicon Valley 140

Silicon Valley RSS California Customer Development 140

Version One Ventures

NOVEMBER 29, 2016

The first challenge for any marketplace is to solve the initial chicken and egg problem of supply and demand. This is why it was so great to hear from Indiegogo co-founder Slava Rubin on how Indiegogo grew by 1) expanding into different verticals and 2) expanding into different products. Expand into different verticals.

San Francisco 60

San Francisco Vertical Equity Cofounder 60

Steve Blank

AUGUST 27, 2009

This series of posts is a brief explanation of how we’ve evolved from Product Development to Customer Development to the Lean Startup. The Product Development Diagram Emerging early in the twentieth century, this product-centric model described a process that evolved in manufacturing industries.

Silicon Valley 268

Silicon Valley Product Startup Product Development 268

Startup Lessons Learned

AUGUST 24, 2009

The other revels in the world as we all know it will be someday: limitless distribution enabled by new technologies, the importance of collaborative filters, and on-demand availability of all content for end-users. Now, helping potential customers discover new things they might like is the job of the discipline of marketing.

San Francisco 113

San Francisco Lean Technical Review Distribution 113

Steve Blank

SEPTEMBER 17, 2009

This post describes a solution – the Customer Development Model. In future posts I’ll describe how Eric Ries and the Lean Startup concept provide the equivalent model for product development activities inside the building and neatly integrates customer and agile development. This post describes such a model.

Customer Development 252

Customer Development Developer Customer Silicon Valley 252

Austin Startup

FEBRUARY 21, 2020

That’s the mission driving products like Hemafuse , one of 50 finalists for SXSW Pitch 2020. Because of a global donor blood shortage, particularly in emerging markets, clinicians and patients don’t have enough access to donor blood. Our top goal is to break into new markets and add new products to our portfolio.

Baltimore 62

Baltimore Africa South Africa Michigan 62

Steve Blank

NOVEMBER 2, 2009

The key contributors to an out-of-control burn rate is 1) hiring a sales force too early, 2) turning on the demand creation activities too early, 3) developing something other than the minimum feature set for first customer ship. And most startup code and features end up on the floor as customers never really wanted them.

Lean 259

Lean Silicon Valley Startup RSS 259

Steve Blank

OCTOBER 1, 2009

Sloan realized that the traditional centralized management structures (like General Motors had in 1920) were poor fits for the management of GM’s already diverse product lines. Finally, GM created the notion of perpetual demand within brands by continually obsoleting their own products yearly with new models rolled out every year.

Silicon Valley 175

Silicon Valley United States RSS Customer Development 175

Steve Blank

NOVEMBER 5, 2009

It should go without saying that this post is not advice, nor is it recommendation of what you should do, it’s simply my observation of how companies using Customer Development positioned themselves to successfully raise money from venture investors. Do they believe you have a big enough vision and market. Did the VC’s like your team

Customer Development 266

Customer Development Developer Customer Silicon Valley 266

Hippoland

AUGUST 8, 2018

As a result, second time founders very often shy away from ad-based consumer ideas, but when they do, they think about what viral mechanisms you can implement *first* and engineer the product around that mechanism. Marketing first. Product second. Here is a good case study on LinkedIn (scroll down to see how they grew).

Founder 48

Founder Sales Cycle Affiliate Retention 48

Hippoland

AUGUST 8, 2018

As a result, second time founders very often shy away from ad-based consumer ideas, but when they do, they think about what viral mechanisms you can implement *first* and engineer the product around that mechanism. Marketing first. Product second. Here is a good case study on LinkedIn (scroll down to see how they grew).

Founder 48

Founder Sales Cycle Affiliate Retention 48

ConversionXL

OCTOBER 23, 2019

Marketers of all stripes are obsessed with tools. This obsession has bred comprehensive lists of growth tools , SEO tools , and general online marketing tools. Client-side tools are usually easier for the marketer. Client-side tools let marketers run tests accurately without the help of developers. Test faster.

HTML 58

HTML Flash Mobile Web 58

ConversionXL

OCTOBER 23, 2019

Marketers of all stripes are obsessed with tools. This obsession has bred comprehensive lists of growth tools , SEO tools , and general online marketing tools. Client-side tools are usually easier for the marketer. Client-side tools let marketers run tests accurately without the help of developers. Test faster.

HTML 50

HTML Flash Mobile Web 50

YoungUpstarts

FEBRUARY 11, 2019

Easy does it: The right CRM can work magic, serving as a single platform that can span across the entire breadth of an organization — sharing information and providing value for customer service, sales, product development, management, operations and more. Time to Act With Analytics. Experience is the New Journey.

Artificial Inteligence 127

Artificial Inteligence Sales Cycle Colorado Retention 127

Steve Blank

MAY 7, 2009

Filed under: Marketing , Technology , Venture Capital | Tagged: Steve Blank , Venture Capital , Entrepreneurs , Early Stage Startup , Tips for Startups « Customer Analytics – From Those Who Should Know SuperMac War Story 10: The Video Spigot » 14 Responses Michael F.

Business Plan 152

Business Plan Silicon Valley RSS Venture Capital 152

Startup Lessons Learned

OCTOBER 5, 2009

It could be fixed by refactoring the code itself, or by partitioning the data horizontally or vertically, or by adding additional capacity at the point of the bottleneck, or by shaping end-user demand, or even by removing the feature itself. Take your typical scalability bottleneck. Take your typical scalability bottleneck.

San Francisco 133

San Francisco Architecture Lean Continuous Deployment 133

Occam's Razor

MAY 27, 2015

It saddens me deeply that they are not being able to take full advantage of all the new product, marketing, customer relationship opportunities in front of them. Today's primary use of the word programmatic refers to the use of ad exchanges, real-time bidding (RTB), Demand-side Platforms (DSPs) etc. to deliver display ads.

Analytics 60

Analytics Marketing Mobile Audience 60

Steve Blank

MAY 4, 2009

At some point in my career as I began to formulate thoughts about mission and intent , I started to think about the broader role of marketing in a growing technology company. It became clear to me that the mission of marketing in most companies has to be to support sales. But sales came first. (By

Silicon Valley 130

Silicon Valley RSS Non-Compete California 130

ConversionXL

DECEMBER 3, 2018

The “classic” idea of content marketing—cranking out SEO-focused articles, ranking for hundreds of keywords, generating visitors, leads, and paying customers—doesn’t work in all industries. New, when products are so cutting-edge that few people know they exist, let alone that they should search for them.

B2B 133

B2B Marketing SEO Search 133

Up and Running

MAY 13, 2015

It’s more a reflection of us having way too many roles and responsibilities, way too many demands on our time, way too many conflicting priorities. The virtual assistants, marketing assistants people that I work with on my team, holy cow. It may not be making me money today, but this is like marketing. Do you remember?

Management 60

Management Product Video Fractional CTO 60

ConversionXL

SEPTEMBER 10, 2021

Market maturity: Conversely, competitors are investing in a new featureset and thus, they’ve become table stakes. Market share: You may already be a category leader, and growth requires you to expand into new verticals. This is especially true if you’ve found a better way of solving it than existing products in the market.

Software Review 96

Software Review Technical Review Software Acquisition 96

steveblank.com

JULY 8, 2011

Home Books for Startups Guide Secret History-Bibliography Steve Blank Startup Tools Steve Blank Entries RSS | Comments RSS Email Subscription Get Steve Blank via your RSS Feed RSS - Posts RSS - Comments Categories Air Force (12) Ardent (10) Audubon (1) Big Companies versus Startups: Durant versus Sloan (39) Business Model versus Business Plan (..)

Software Review 110

Software Review Startup Silicon Valley Analytics 110